One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been … [Read more...] about The illusion of the expert buyer
How to sync the brains of buying committees and make the sale
Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick … [Read more...] about How to sync the brains of buying committees and make the sale
Golden Nuggets from the CSO Insights 2018 Sales Talent Study
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their … [Read more...] about Golden Nuggets from the CSO Insights 2018 Sales Talent Study
How to Harness Shoshin to Improve Sales Effectiveness
Whenever someone tells me they have 10 years of experience, I always wonder: Do they really have ten years, or do they have one year of experience … [Read more...] about How to Harness Shoshin to Improve Sales Effectiveness
Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?
Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your … [Read more...] about Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?
How to sell an $85 bottle of water and why you shouldn't want to
I recently got back from Vegas. I was at a conference there, staying in a very nice, high-end hotel. The hospitality was delightful. The room was … [Read more...] about How to sell an $85 bottle of water and why you shouldn't want to
